Global Leaders in Procurement & Negotiations (PSCMInstitute.com)

Supply Chain Management Training

Is Your Purchasing Organization a “Back Office” Function?

I’m going to keep this week’s blog short due to my very hectic travel and training schedule. Why is it?  Why is it that Sales is recognized by every CEO as the money maker inside the corporation, but Purchasing is a back office function? Why is it that Sales is recognized for generating revenue, but purchasing

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Purchasing Negotiation Training

How Much Time Are You Spending Preparing for Negotiations? I’m here to break myths and to kill bad practices. We need to start doing business differently as purchasing professionals. Putting out fires all day is not going to cut it. Hey, I’m not an academic, I’ve been there, remember? I was doing public and in-house

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The #1 Deadly Mistake Purchasing Pros Make

After twenty years of doing thousands of hours of purchasing training and seminars and consulting in 15 different countries, I think I’ve seen it all.  There are so many lingering opportunities in our profession to do things better. Purchasing pros are deeply disconnected with what’s not working however. How do I know? People only want

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Supplier Negotiation Strategies, Part 4

This is the last in this series for now – a series about supplier negotiation strategies. It’s all about counter-intelligence, and knowing what suppliers may do, and being able to anticipate, respond, and diffuse such strategies. Of course I have a multitude of content on such counter-intelligence strategies, but there is only so much I

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Supplier Negotiation Strategies, Part 3 – Supplier Time Pressures

We are doing a blog series here focused on supplier negotiation strategies. This is an appetizer for the kind of “main courses” I teach in my online and face to face training solutions. We are learning counter-intelligence about how sales people prepare for negotiations and what tactics they use. Guess what happens when you know

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Supplier Negotiation Strategies, Pt 3: Location Control Strategy

So we are talking about supplier negotiation strategies. This is a counter-intelligence series. Instead of talking about what strategies are in the purchasing arsenal, we are talking about what is in the supplier’s arsenal. In doing so, we will learn how to anticipate and respond to such tactics. It’s a critical skill. Recognize though that

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Purchasing Training – Supplier Negotiation Strategies, Pt 2 – “Puppy in the Window”

Puppy In The Window Trick OK, so this series is about counter-intelligence. In this context, that means knowing exactly what tactics and strategies suppliers like to use, and being able to anticipate, recognize, and diffuse those attempts. Mind you the goal is not for you to win so they can lose. The big name courses

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